Term
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Definition
Family household
Non-family household
traditional house hold
step family |
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Term
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Definition
| • Households move into a variety of distinct and well-defined categories over time. (Single-married-divorced-children-married-die) OLD USUAL- (Singl, married by 20, have children, children grew, started new family, parents retire, male dies, then female dies) |
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Term
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Definition
| • Process by which young people acquire skills, knowledge, and attitudes relevant to their functioning as consumers in the marketplace |
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Term
| Piagets stages of cognitive development |
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Definition
1. Sensorimotor
2. preoperational
3. concrete operational
4. formal operations |
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Term
| Sensorimotor intelligence |
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Definition
| (0-2 years) Behavior is primarily motor, child does not yet “think” conceptually, though cognitive development is seen |
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Term
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Definition
| (3-7 years): period is characterized by development of language and rapid conceptual development |
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Term
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Definition
| (8-11 years): Child develops the ability to apply logical thought to concrete problems |
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Term
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Definition
| (12-15 years): Child’s cognitive structure reach greatest level of development, logic of all classes applied to problems |
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Term
| Three ways parents teach children consumer skills? |
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Definition
1. Instrumental training
2. Modeling
3. Mediation |
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Term
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Definition
| When a parent/sibling specifically/directly attempts to bring about certain responses through reasoning/reinforcement (nutritional snacks) |
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Term
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Definition
| Child learns appropriate/inappropriate consumption behaviors by observing others (smoking ads) |
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Term
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Definition
| when parents alter a child’s initial interpretation of, or response to, a marketing or other stimulus “no that’s just an advertisement, it wont really..” |
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Term
| Determinants of family purchase roles? |
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Definition
•Culture/subculture where family exists
•Role specialization of different family members
•Degree of involvement each has in the product/area of concer
•Personal characteristics of the family members |
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Term
| Four categories of spousal role in buying decision? |
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Definition
Autonomic
Husband dominant
Wife dominant
Joint |
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Term
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Definition
| equal number of decisions is made by each, but each decision is individually made by one or the other spouce |
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Term
| How are womens roles changing? |
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Definition
| • Female consumers outnumber male consumers, increase in employment, Career (not just jobs) increasing, increased pressure with role overload |
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Term
| How are mens roles changing? |
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Definition
| Dads are present at births, involved with infants, participate in day-to-day work of child care, involved with daughters, perform household duties |
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Term
| Five different types of groups |
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Definition
1. Reference
2. Primary group
3. Secondary Group
4. Dissociative group
5. Aspiration reference group |
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Term
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Definition
| presumed perspectives or values are being used by an individual as a basis for his/her current behavior |
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Term
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Definition
| (friends/family) involve strong ties and frequent interaction usually daily |
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Term
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Definition
| job/neighborhood associations, involve weaker ties and less frequent interactions |
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Term
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Definition
| NO intention of joining group, negative desirability |
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Term
| Aspiration Reference group |
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Definition
| non-membership groups have strong influence because members want to become /achieve membership in that group |
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Term
| Three forms of reference group influence? |
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Definition
1. Normative
2. Identification
3. Informational |
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Term
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Definition
| utilitarian influence, occurs when an individual fulfills group expectations to gain a direct reward or to avoid a sanction |
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Term
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Definition
| occurs when individuals have internalized the group’s values and norms |
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Term
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Definition
| an individual uses the behaviors and opinions of reference group members as potentially useful bits of information |
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Term
| Affects of degree of reference group influence |
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Definition
1. Visibility in group
2. If necessary
3. Conform easier to group
4. Individual confidence |
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Term
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Definition
| - Individuals who actively filter, interpret, or provide product/brand-relevant info to friends/family, specialists whose products are activity specific |
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Term
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Definition
| provide significant amounts of information to others across a wide array of products, durable/nondurable, services, store types |
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Term
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Definition
| use wide range of social media and print media |
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Term
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Definition
| represent about 10% online community, but influence a large portion via internet communication |
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Term
| How can markets create buzz? |
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Definition
| Opinion leaders, celebrities, place products in movies, Sponsor events |
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Term
| How do consumers resist conformity? |
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Definition
Independence
Anti-conformity
Reactance |
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Term
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Definition
| Being oblivious or indifferent to the expectations of others |
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Term
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Definition
| Defiance of the group is the actual behavior |
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Term
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Definition
| negative emotional state that results when we are deprived of our freedom to choose |
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Term
| What influence create powerful urge for consumers to respond |
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Definition
Reciprocation
Commitment/consistency
Social Proof
Likeability
Authority
Scarcity |
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Term
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Definition
| Manner in which innovations spread throughout a market |
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Term
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Definition
| When someone gives you something, you feel obligated to reciprocate |
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Term
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Definition
| Once people make a decision, they have a strong tendency to defend and reinforce that commitment |
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Term
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Definition
| Seeing others do something encourages the behavior. (e.g., clapping when others clap) |
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Term
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Definition
| Physical attractiveness & likeability increase a person’s influence. |
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Term
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Definition
| A powerful source of influence (e.g., uniforms). |
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Term
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Definition
| When products are scarce it can increase the desire to own |
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Term
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Definition
| Exposure - Attention – Interpretation – Memory |
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Term
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Definition
| Occurs when a stimulus is placed within a persons relevant environment and come within range of their sensory receptor nerves |
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Term
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Definition
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Term
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Definition
| Stimulus activates one or more sensory receptor nerves, and resulting sensations go to the brain for processing |
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Term
| Individual factors that affect consumer attention? (3) |
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Definition
Motivation
Ability
Brand familiarity |
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Term
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Definition
| a drive state created by consumer interests and needs, reflects overall lifestyle as well as a result of goals |
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Term
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Definition
| Capacity of individuals to attend to and process information, related to familiarity of a product |
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Term
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Definition
| Ability factor related to attention |
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Term
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Definition
| Banner ads that are activated based on terms used in search engines |
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Term
| Hemispheric lateralization |
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Definition
Term applied to activites that take place on each side of the brain
Left side (Verbal information, symbolic representation, conscious)
Right side (Geometric, pictorial, timeless, and nonverbal information) |
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Term
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Definition
| A message presented so fast or so softly or so masked by other messages that one in not aware of seeing or hearing it; hides key persuasive information |
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Term
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Definition
| Assignment of meaning to sensations, how we comprehend and make sense of incoming information based on characteristics of situation |
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Term
| Characteristics that effect interpretation (3) |
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Definition
Traits
Organizations
Changes |
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Term
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Definition
| Shape, Size, color and space of a message in advertising |
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Term
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Definition
| physical arrangement of the stimulus objects |
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Term
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Definition
| stimuli positioned close together are perceived belonging to the same category |
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Term
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Definition
| any communication or activity that implies or infers and organization is associated with an event, when its not |
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Term
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Definition
| Presenting the stimulus in such a way that it is perceive as the focal object to be attended to and all other stimuli are perceived as the background |
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Term
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Definition
| must be able to categorize the new stimulus from the changed/old stimulus |
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Term
| Consumer inferences made that send quality signals to the consumer (4) |
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Definition
Price perceived quality
Advertising Intensity
Warranties
Country of origin |
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